Who do you love to sell to?

It blows my mind that there are reps who don't really care too much about what they sell and who they sell to. 🤯

Most of us found, through trial and error, what we're into.

This can be hard for a lot of newer reps to get a handle on, and for them, I've provided some high-level attributes for each of the main buyer personas below to help you narrow in on where you might have the most success and be the happiest in your career:

• Marketing - Super data driven. Anything they buy will need to integrate well with other solutions, and sometimes many other solutions. Usually have a lot of budget allocated for new tech. Time to value is extremely important and they need measurable ROI quickly.

• Sales - Along with IT/Security and Marketing, sales is right up there for tech budget allocation. Workflow refinement and productivity gains are big drivers. Chances are whatever you're selling will need a tight integration with their CRM. Anecdotally , really fun to sell to. They're transparent, and they recognize and respect a crisp sales process. You will need to prove to them how your solution will help them close more deals. Period.

• HR - Usually not super tech-savvy, and they unfortunately don't have as much tech budget as other departments. Process refinement is important to them, and they're looking for solutions that simplify their work.

• Legal - Compliance and security are going to be top priorities. They're risk adverse, and you're going to have to show how your solution helps them to mitigate risks. A lot of solutions they're investing in are modernizing traditionally paper driven processes. I'm not even going to mention redlines. 🫠

• IT/Security - Similar to Legal, security and compliance are big issues. Integrations are going to be very important, and the sale will be a very technically driven sale. You will need to speak that language fluently. This group can tend to be sales adverse, and you may need to put extra effort into rapport and trust building to bring their wall down. IT/Security usually has the most budget allocated for tech, and you'll often be selling them a "need to have" solution.

• Finance/Accounting - They have a lot of repetitive tasks that they need automated. They're dealing with sensitive information and they need to know whatever they invest in is water tight and compliant. Security, data protection, risk mitigation are all super important. In their industry, there are ever changing regulations that can both create and erase opportunity for you.

Within these personas, there's something for everyone!

Don't use this as a single source of truth for buyer persona characteristics.

Ask ChatGPT, DM folks on Linkedin selling to these groups, check Reddit , etc... do your research.